Adrian Brambila - Serial Entrepreneur & Author | Why You Need to Start Thinking Rich

I had no idea what I was doing. It took me two years to make 45 cents. Making a lot of money doesn't actually have to be painful. The more value I put out, the more money I make. There's no limit to that. Adrian Brambilla started out chasing his passion, performing on stage with one of the biggest names in music. But when the tour ended abruptly, he found himself at a crossroads. Back to a nine to five, earning $27,000 a year as a customer service rep. When I started outsourcing, I learned that I was the bottleneck to my business. When I first made that $1,000 instead of feeling amazing, I actually felt guilty. Because I had fun. I had a truly changed like from scarcity mindset to abundance mindset. My entire lifestyle today is paid for from my investments in income. Behind the desk, Adrian discovered something extraordinary, the everyday secrets of financial freedom. By the age of 32, Adrian had transformed his life completely, building a $4 million net worth and creating multiple income streams, all while living in a converted van and traveling the country. I'm not operating anything I do based because I need to because I want to. When you have financial freedom, you don't really have money problems. You have life problems. So it's important to find things today that truly you love and you spend money to do that. In this episode, Adrian breaks down. Why credit card debt is the American Dream Killer? How minimalist habits became his wealth building superpower, his blueprint for creating multiple income streams? This is the story of a man who turned setbacks into success, redefining the meaning of wealth along the way. You don't own anything. The more stuff you own, it actually owns you. Successful people, they have an internal locus of control. Money, I don't think there's a limit on it, but you have to work hard on lifestyle design, otherwise you get lost. Welcome to Success Story. I'm your host, Scott Clary. The Success Story podcast is part of the HubSpot podcast network. HubSpot has been a huge supporter of the show. And I'm happy they are because I'm a huge believer in HubSpot. I've used it for everything from this show to all the companies that I've ever run in the past. And I know there's a lot of entrepreneurs in the audience. And let me ask you a question. If you're an entrepreneur, you have to figure out marketing, either you're doing yourself or you have a team. And do you ever feel like your marketing team is just running from fire to fire? Creating endless content, launching campaigns, generating leads, scoring them, nurturing them. And just when you put out that one fire, three more pop up. These days, marketers have never been more spread thin. That's where HubSpot and his new built-in AI Assistant Breeze come in. When you combine the power of marketing hub and content hub, every quarter can be your best quarter. Imagine AI that instantly remixes your content for any channel. Smart leads scoring that automatically spot lights your hottest prospects. And an AI-powered analytic suite that puts all your KPIs in one place. Plus AI co-pilots and agents that handle those time-consuming tasks that you've been juggling. Stop spreading yourself thin, marketing is tough enough, building a business is tough enough, stop putting your fires, start making major moves with HubSpot. Visit HubSpot.com slash marketers to learn more. Adria, I'm excited to do this, it could be a lot of fun. I'm pumped. This is, I want to start off with this. It makes it be an interesting way or an interesting perspective just to tap into sort of your origin story and your history. Because you started really understanding dance and entertainment. And that was your world for a long time. Were there any things that you drew from entertainment that you've pulled into your business that an MBA wouldn't know? My whole perspective when I thought success looked like and when I had to do to get it was totally miscalculated when I first met T-Pain, the first celebrity I ever met. And if you think of like rappers and artist musicians, they operate not from like a scarcity standpoint. I think when you're broke or struggling, you're trying to start something to create this idea of what wealth looks like. We're operating from scarcity. So we think of things like that. I bet everyone's heard this. Like if you want to be successful, you're going to have to sacrifice. You're also going to have to work really, really hard. And so these are things I believed to my core. But when I met T-Pain, it looked like he wasn't working at all. And he was, and he's not that much older than me, like five years. And he had abundance of wealth. I remember first I went to his mansion, he had 30 pimped out cars. And this guy would get, I mean, you would get drunk like every day. Like he partied so hard. So I'm watching someone have, this is the richest person I've ever met at this time. And he has so much. And I don't see him working hard. I don't see him sacrifice. Obviously he had to do things to get there. But what this is, this is changing perception. Yeah. It was if somebody has this much wealth, they should be like a hundred hour weeks. Yes, yes. I never saw him on his laptop. Yeah. You know, and one time he launched a song in front of us, it was called Reverse Cowgirl. It's not a good song, by the way. But he launched it in front of us. He showed it to us, played the music video. And he looked over his manager and he's like, all right, are we ready? Yeah, launch it. Back then, 2010 era, 99 cents of download on iTunes. And so I remember looking at the dashboard screen and it was like after like a minute, it was like 100,000, 500,000. And then like after 10 minutes, it was like five, six million downloads. And it was comprehending like, oh my gosh, he just made like six million dollars in like a few minutes. And that's when I like totally, that this concept of like launching something has impacted a lot of like how I run stuff today. Like I'll launch something and I'll create lots of hype and I'll create a lot of positive energy. And when I launch, like it's been responsible for like how I've achieved a million dollars in a day from a launch. And I feel like watching it happen changed, changed everything about like how to make money. And I have to rewire like my beliefs on how I make money. Because I think making a lot of money doesn't actually have to be painful. I think for sure you have to work hard and sacrifice your assumptions, but it's not that's like a scarcity mindset. When you operate from abundance, like how I think today is like the more value I put out the more money I make. And that there's no limit to that. And it has nothing to do with being making it painful. It's just actually it can be fun to make a lot of money too. It's interesting because so for a lot of people, the thought of like breaking out of their nine to five and becoming an entrepreneur, it's like a very daunting thought. Like there's a lot of, a lot of things they got to figure out. So when you go down that rabbit hole, I think it's almost like you intuitively start to overthink everything because you're taking this huge risk and you don't want to screw it up. And even if you have a win, you don't want to screw it up. And almost that idea of not wanting to screw up what you've done so far, I can take it to an extreme. I know people that have sold their companies for over a hundred million dollars, like true successful companies and people that you may know. And the first thought after they get that wire is how do I not screw this up? Which is so silly because everyone would think, well, how do you screw up that amount of wealth or how do you screw up after you've proven yourself for 10, 15, 20 years? How do you mess that up? But that's very, that's just human nature. I think that we always second guess ourselves. We always have imposter syndrome at whatever level we play at. But you're saying that when you go into entrepreneurship and into building, into launching with like play and fun and creativity, it's just a healthier way to do it. And that's what T-Pain was doing. Even though he worked and he got results, he was still living life from an abundance mindset. Like let's launch it. If it doesn't work onto the next one, we'll figure it out, but don't tie your identity into this one launch. Which I think like guilty of doing this, I'm sure a lot of entrepreneurs are too. Yeah, I think the other thing too is that his work doesn't feel like work he was making music. A lot of artists, they design their life where they live their life of inspiration to get ideas from and then they work on either writing or singing or making their music. And I think this is also affected how I look at my work. And when I was a one man band, I did everything. And like many entrepreneurs, we do it all. And it's some problem that I had. I don't know if you had a lot entrepreneurs, they feel like they need to do it all. But the reality is we, I don't think there's anything I do that I'm the best at. And so when I started outsourcing, I learned that I was the bottleneck to my business. And now like I don't check my email first. I have like even from my personal life, I have a house admin who does like chores. And like so it now opens up time for me. And I think so much of it like, this is like again, a Scarsie mindset. I need to do it myself. We call it like do it yourself. It is like it's like a disease. Like we have trouble with letting go of this. But like artists, they do their music. And I think out of all the stuff we do, there's probably some stuff that you don't like. That's the stuff you probably should outsource. Because if you can just design your whole workspace to just be like what is the thing that actually either makes you the most money or fulfills you the most. And you can optimize for one of the other depending on if you need the money or if you rather have fulfillment or sometimes they come in the matter of both. And that I think that's for a lot of musicians and artists, they make music and make money. And that's why they designed their life that way. And as an entrepreneur, you can also create that lifestyle design that you control your hours and freedom. It's not always like that. And again, sometimes I think the funniest paradox is entrepreneurs, they work 80 hour work weeks. But then they say something like, I'd rather work for myself than someone else. And I've actually never agree with that. It's like I wanted to go to entrepreneurs so I would have time freedom. Not that I would work a hundred hour, 20 hour, 120 hour work weeks because it's my time. It's like, no, like I wanted to optimize for time. That's why I went to entrepreneurship. And I feel like that was my escape. But a lot of entrepreneurs are going to have it of like accumulation and more without a true like purpose. And then it's just always on. Well, yeah, they get, they get, they build themselves like a high paying job and they get stuck in this loop. And there's a lot of resources around, well, even the, I mean, I say a lot of resources. I don't even think there's that much in terms of how to like quit a nine to five properly and to jump into entrepreneurship. I say there's a lot of resources because we live in this world and we know all the people that are teaching. So I think it's a, there's a lot of abundance of knowledge. But you're right. I don't even think that there's a lot of information to help an entrepreneur, like the first jump, let alone figure out how to go from not just zero to say a million dollars, zero to a hundred thousand dollars when you're having you a hundred thousand dollars to a million, a million to five and not have it again. And not have this business they've built become their entire identity and feel the need to micromanage everything. It's very tough, especially for the first time entrepreneur. So I want to know sort of, because I like to pull lessons from, from your story and sort of your journey and sort of teach what you've experienced to people that are maybe you three or four years ago or even one, when did you stop like dancing professionally and start to go on this entrepreneurship journey? I think it was 2014 is when? 10 years ago. Yeah, 10 years ago. And I, then it's 2015 where actually went full time because of my, my dance business. So when two were ended and I stopped, I used to, then I did like, America got talent, it was on a dance crew and stuff. I went to YouTube to try to make money online from posting videos. And I had no idea what I was doing. It took me two years to make 45 cents. The only person that watched was my mom at the beginning. And then after you got on YouTube? It was on YouTube. Actually, you could, I, you probably shouldn't, but there's like 300 videos of me as a young 20 year old like dancing and teaching how to do the robot. Do you know how to do the robot? Oh, the way I know how to do the robot here. I'll send you a tutorial. But when I was looking into your, your background, that was one of the first products. Yeah, so that, that, that is the first product I made on money online with. I created a 60 minute dance tutorial, taught the robot. And actually that, that's how I was working at a call center, made 27K a year. And then when I made that $1,000, this is the word, this is how hard-wired my money script was. I'm Mexican, my parent, my dad immigrated here. So those money scripts like has to be painful to make a lot of money out of the sacrifice. When I first made that $1,000 instead of feeling amazing, I actually feel guilty because like, I had fun. I was teaching the robot. I mean, $1,000 was life-changing money. And so I had to rewire really quickly. And I feel like it took, it took me a long time. I kept like, oh, I don't know, this feels wrong than making money in this way. And so I had a truly changed like from scarcity mindset to abundance mindset. I've heard, obviously most people, it was just no Alex from Ozzy. And I've heard that he had like a like contentious like conversation with his dad about how much money he was making because his dad again, probably like most people's parents or most people that aren't panors, they have a hard time understanding like leverage. And they have a hard time understanding. I can make money with effort, but not that much effort. I can build something once and sell it a million times or I can create one podcast episode. And the same amount of effort that goes into one podcast episode, whether or not it gets seen by 10 people or by 10 million people, well, it's the same amount of conversation. So there's something about leverage. It's so beautiful entrepreneurship, but that's something that people really have to tap into. So, and understand, and you created your first course. This was after trying to teach people how to do the robot on YouTube for like two years. You created a course and then you sold a thousand dollars and then that was like light bulb moment. After you dealt with the mindset limiting beliefs about entrepreneurship. Yeah, definitely. Well, also I didn't know anything about entrepreneurship. I thought naively you could just post videos online and money would show up. But I learned you need to have a product. You need to have a business. You need to have an offer. And then after five years, that's when I made the same as my nine to five job in Iowa, and which was like 50,000 a year. And that's when I was able to go full-time entrepreneurship. That was 2015. And then everything started clicking. I started, you have more time. And I was like obsessed with this game. But even then I feel like I'm nerdy. I played Zelda and Final Fantasy in Tekken as a kid. Great games. Awesome. I still view money the same way. It's kind of like I'm playing a different, like a game. And so because the guy's online entrepreneur, I don't get cash. Like it's all like it's like HP points. So it's like, and it's just like playing a game. So it's always been fun to me. And because I've always been really good with money and the secret there is like living really frugal and humbly. And also every time I've made a dollar, I've always sent up a huge portion that for my future self and invest. So all this is a game. And I don't actually need to do it. My entire lifestyle today is paid for for my investments income. And that to me is like one of the best places to be in terms of entrepreneur financial freedom is I'm not operating anything I do based because I need to because I want to. You at one point you adopted more of like a minimalist lifestyle. I want to understand that. But I've also heard you speak about the fire movement, which I think is an interesting movement. And I want you to help me understand the difference between what you've done with your life versus what fire, which is I think financial independence for tire early, which is originally like a subreddit, what they preach. Because there's sort of two sides of the same coin to some degree because ultimately the goal is to again, live off your investments, not have to worry about, not have to work. You can work, you can do stuff that you like, but you don't have to work. So talk to me about your relationship with retirement, freedom, minimalism versus what fire is or what a lot of people try to optimize for if they're trying to build something. Yes, this is a great question because I just came from Mr. Money Mustache headquarters who gets credit for starting the fire movement. I had just voted a hill event. He on Reddit? Yeah, if you look at he's the OG fire movement crater. And it's hard to say like who invented the question mark? I don't know. But he gets credit to actually like pioneering this whole concept. So I just spoke there, it was funny when I spoke there, I said something and I think I poked the bear a little bit. By the way, Pete, I think you're awesome. And he challenged me on this. So this is where my book, Start Thing Your Rich. We have a chapter that's called retirement is for dead people because the act of not working, if you truly look up the definition, work is to fulfill a purpose. So when you stop working, it's like you have no purpose. And like the, I really hate how retirements market to us like in a sepia tone photo on a beach somewhere with my tie. It's like, dude, you're going to get bored. You're going to get the runs. One of those is going to hit you first. So it's like your idea of purpose. I think this is what this is the blessing and curse of when you have financial freedom. When you don't have financial freedom, you're just envisioning this future state. And you can ask, and you don't have the ability to ask better questions. You're asking questions like, how do I pay rent? Or like, how do I get ahead? Like, how do I invest more? When you have financial freedom, you don't really have money problems. You have life problems. Like, what do I do with my time? What do I, how do I make it impact? Like, what do I do with the life I have left? And this burden, which is a great burden to get to. And I think it's everyone I encourage, everyone to get to this point. Now you have to dig deeper. Like, what, what should I do with my time? How do I make it impact in this world? And I think that's my goal. Why I want everyone to have financial freedom? Because I think the world would be a better place if we weren't trapped with money and we operate from an abundance standpoint. Here's a difference between, I would say, my content and starting a rich content for my book versus fire movement. Fire movement people, sometimes they operate from such a standpoint of frugality or cheap that when they achieve financial freedom, they can't let go of it. So they're still doing their own chores. They're still doing their own laundry. They're still, like, keeping their yards. And I'll just, to me, those are chores. If those fulfill you and you truly like doing that, then of course it's, I can't shame you for spending your time that you've earned, right? But they still are operating from the point of when they first started them, begun the fire movement, move and journey, what they didn't have it. So it's really hard for us. And this is why retirement, like, people die after they retire, is because they operate from scarcity and then they finally make it. And it's impossible to then flip a switch and say, okay, now I'm gonna do all the things I always wanted to do. That's why it's important today. Even if you're not financially free to start operating on things like, what are things today you're gonna do? Even if you had a lot of money, you'd still do. Like, in end, in my firm example, I just came to your house from a coffee shop. I was drinking coffee outside. It's one of my favorite things to do. I lived in ducks. Yeah, I got coffee and people watching. Exactly, when I lived in Dublin, Ireland, I spent $14,000 that year in coffee. It's like a lot, right? That's how much I love to do it. And again, fire movement people would say, $14,000 can imagine if you put that into that S&P 500 index fund and what that money would be in 30 years. I'm like, yeah, but I love doing it. It doesn't matter how much money I make, I'm always gonna do it. So it's important to find things today that truly you love and you spend money to do that. So then there isn't this hard transition period of like, okay, I'm rich now, I don't know what to do. Cause you know, it happens either you get boredom depressed or you go back to work. I fully agree, there's so many ways that people, when I look at the average person that's part of the fire movement or the average person is trying to build a company. I feel like you have discovered the healthiest version of all of it, but I feel like the way you live your life and the way you look at money and the way you look at freedom and the way you even look at minimalism and the way you still like to spend on things that you care about, I feel like funny enough, those are not mainstream ideas. I think that entrepreneurship and I've tried to kill this idea a couple of times on this podcast, entrepreneurship is always about trying to raise money and move as quick as possible and get good angel investors and get good VCs and then let's go raise the next round and then hopefully I'll become like the next Facebook. And that's not a healthy version of entrepreneurship for 99% of the population. Similar to why, yeah, it's great to make money and it's great to have freedom, but that picture of you on a beach with a my tie is really not what most people want. Because most people do crave purpose. And if you put off purpose and pursuit of nothingness and that's your entire life's mission, I think you're gonna be very happy in both states. You're gonna be very happy when you're building and you're stealing ketchup packets from a diner because you don't wanna go buy them and you're also gonna be very unhappy and you're gonna be very unhappy after you're done. And you have no purpose in life because your whole purpose was finding ways to be as frugal and have as much cash and investment or liquid ass or whatever you want as possible. I think that that's probably something that is just as toxic as the Silicon Valley version of entrepreneurship. When you, okay, so you are now full-time entrepreneur, when did minimalism or any of the sort of like those concepts start to come into your life? Like why did those things matter to you as an entrepreneur? Because you're making money online now. What are you selling, like you're selling courses, you're selling, what's the actual business that you're building? Back in 2015, when I was still hardcore dancing, it was all dance-related. That little robot course, like literally how to dance a robot, how to like dubstep dance was the thing? I was like, I was like almost like a thought leader in dubstep dance, like it was really popular. And my website grew the number one place people learn how to dance the robot online. That was my very first business offering. So it was like all the things about dance. And this is where I started learning about collecting my first email and what an importance of that. And by the way, I don't do this anymore. Like I actually am under the belief that you shouldn't always turn or don't turn your passion into a business because I got really burnt down. I don't dance that much. I really only dance when I speak on stage or like if someone's like egging me on, then I will do it. But like I lost my love of dance because I turned into a business. But I digress because when we, my wife worked at Deloitte and then we were in Iowa and then there was an opportunity for her to go audit in Microsoft in Dublin, Ireland. So this is what brought us, now this was the hard tie. If you were to leave all of your stuff behind and move to different country, like you're gonna be forced to let go of objects. And so I was for sure like your average consumer, every crevice, every storage, compartment in our house was full of stuff that didn't even know existed. This is every consumer in America, right? So when we left to Europe with a couple of backpacks, that was the hard thing. I felt like I was losing identity, like all my stuff. I am my stuff. And then when I got to Europe, you learned a different way of living and we've traveled so much since then. They're like so many, the Western way of thinking, it's not always the right way. There's a lot of different ways to live. And I actually now after Ireland, we then we backpacked for I think two years total in nomad. And then when we came back to the USA, right before the pandemic hits, we don't own a home. It's like the worst time not own home. You were backpacking so you did not own much at all. You didn't like throw it all in storage. No, we didn't have, yeah, we truly got rid of everything. That's the gap. My wife now, she left Deloitte and then I brought her on to our company, super small way, like seven people. But then my wife was looking on TikTok and saw people living in vans and as a way of travel. So we did van life. And that was actually more stuff that we were used to. This entire time, my business is really growing, accumulating and we just we just live so small. Like in the van, I say an invested like 95% of every dollar I made that year. But even before then, it was like 70%, 60% like 50% of the dollars I make, like for like, I would say a 10 year time span from like 23 to 33 was like always being invested. So I always was able to live under my means, which I think is a secret superpower like to have that money compound. Yeah, I think that again, you did something that goes and goes against the grain when people start to make more money, most people make more money and then they have lifestyle creep. And they make an extra, you know, $5,000, $10,000 a month and they find that trust is not hard to spend that money. Very easy, right? You can throw it into a nicer home, like a bigger condo, nicer car, whatever. But you went the opposite direction. So you were just, you were, you were investing almost everything. What, what did you enjoy about? Actually, let me ask it differently. What, what do people get right about minimalism or what is the correct interpretation or the correct way to do minimalism? What are the benefits to it? What are the drawbacks? Like is this something that you think everybody should go through at some point? Because when you, when you talk about your journey to Europe, it sounds like what people do like after college. When they go and they do like backpacking around Europe, but I don't think many people go back to that. I think people get very set. And, you know, I have my stuff. I want to be in a house. I want to, you know, white pick defense, American dream, whatever it is. So what is the, what are the benefits drawbacks of minimalism? All right, I think this is going to be applicable to everyone. Like sometimes I get when people come across my videos that they call Adrian, he's, he's multi-millionaire now and he lived in a van. So I don't want to live in a van. Like that's not who I want to follow or something. But here's the idea. Here's the best part of minimalism. It's this thought. You don't own anything. The more stuff you own, it actually owns you. I'll show you an example I saw today. At the coffee shop I was at, someone pulled up in like a Lamborghini or something. I don't know if it was theirs. If they rent it, I know it's my amuse. Yeah, I really rent it. It's a bother thing to do. But parks the, parks the Lamborghini, like what is walking away, turns around, looks back at the Lamborghini, and he actually walks around, takes his phone, takes a photo, like, and then, like, he goes to the coffee shop and then he sits at the coffee shop so he's staring at the Lamborghini, right? He's like, it's like all about the Lamborghini. So this is a great example of like, is, and let's pretend he owns it. For this example, like, does he own the Lamborghini or does the Lamborghini own him? Because when I go and I park my car, I just park it and then I head to wherever I'm gonna go. I'm not gonna do it a little 360 around it and like always take, like, it's like totally different. So mentalism, think this way, like, we don't own objects, objects own us. So that is a principle I think is, as you continue to shop and you continue to buy, just think like, you know, what's the real purpose or why, why is it that you wanna buy it? And I think in Miami, is status is a huge thing. And this is, I'm, we're all guilty of status. And it's ingrained to us, like in history, like Egyptians were so obsessed with status that they buried really awesome objects with them. Like, oh, how big is your tomb gonna be? Oh, you know, my tomb's gonna be huge. I'm gonna have all this nice jewelry and status, like it compels us to purchase. And if you could live your life based off your true intentions, like rich people, really rich people. If you notice, like, if you ever go to like a really high end designer store versus like a store that I would say is from middle class, middle class, huge logos and brands. It's like, let everyone know what I'm wearing. And then like, there's some like really expensive clothes I'm turning like $1,000 sweaters. Like, like, where's the logo? You can't even find it. Cause like, actually, real wealth, they actually try like concealer hide how much they're wearing. Where's like, in Miami is a lot of people like flexing, like showing their watches and like Gucci. So it's like, it's a total shift on like, how actually rich people operate versus like people who are trying to fake it or be rich. Yeah, so minimalism is, I mean, I actually love that concept. Like the objects, the objects that you have in your life are no longer owning you, but there is a balance. Like you do have, there has to be a practical balance. Like this is not to say, like if you want to have a home and you want to have your kids going to a school in a certain district, it's very hard to be like minimalist in van life and traveling all over the place. So there is, there's always a balance, but I think that I think that most people skew more towards, I have more money, let me buy more things versus the opposite. I'm just curious, how do you run a business out of a van? Because I'm just trying to think about even, even the way that I run, I mean, I guess I could run podcast studio and then be traveling around everywhere I go, but it must be like slightly distracting. Like how did you grow, because you grew it successfully. So how did you grow a business while like traveling all over? I guess it's the same as remote work, really. This challenge, like totally changed the way I operate business. And that year in the van, I made $1.7 million. At that time, it was the most money ever made in a year. That's wild. And for you, and that's like, that's still early, early-ish entrepreneurship. That's when your, your wife is still at the light and or she's quit you. She quit, she quit that one. And that helped dramatically. It helps if your wife's a CPA, by the way. So when I was running the van, the question, this is a good question to think about for yourself. Like what if you had to produce the same level of your work that you need to do now, but you only had a day? Because like in the van, we were literally in the teetons and Wyoming and Colorado and then Wi-Fi was going to be spotty. But I knew at least one day out of the week, we would stop at a coffee shop and work from sunset the whole day, right? So that was the thing is like, how do I get my work and knock everything out that I would normally do in a week? It led me to like find solutions to things that eradicate things that were I was wasting time. Also allowed me to finally outsource things that I couldn't monitor. One of the, I think the biggest fear I had was ads, ads, at least in my experience are very hands-on. I'm not good enough where I can just set it and forget it. So people aren't. But most people will tell you that I can, but when I've ever tried to run ads for like a product that's not proven, I have to live in that account. Yeah, every single day. Yeah, or the results are just kind of shit. Exactly. That was probably my biggest fear of like, what was going to happen? I was going to, seven days was going to go by. I was going to wake them up like, oh my god, I spent all this money, I lost it all. So then I actually had a teach and train someone. Finally, I thought the ads specifically was like, I felt like was my superpower that like I could never, like this is something I actually need to do. And then I learned like, okay, maybe the superpower is like 5% of ads. I don't need to be the one that creates the asset or uploads the asset or does the research of it. I just need to do the optimization of the ads. So like I taught someone to basically do 90% of the ads. And then when I would get out of that, okay, it's here, how do I take it here? How do I know this ad should be killed? And those, maybe those decisions, I actually don't think I still need to do them today. But now it's like, I got to that point. Before I was doing 100% of the ads, but all the things like checking my emails, looking for brand deals or like I feel like I made a lot of money that year from affiliate marketing off physical products. There's a whole thing I got like four VA's and I got like American staff. And it just really helped shape and optimize my business. And I think that's the thing I would challenge everyone here is like all the work you're doing, what is this thing's either fulfill you and make you the most money. And then how would you continue to produce that level of effort or work or results if you only had a day to do it a week? And then it's just a great, that ended up being a great way to change how I run a lot of my business even today. I just want to take a second and thank the HubSpot podcast network for supporting success story. Now, if you enjoy success story, you're going to love other podcasts in their network like Business Made Simple, hosted by Donald Miller. If you've ever wondered why some businesses take off, well, many struggle, Donald Miller takes the mystery out of growing your business with actionable strategies that you can implement today. Whether you're trying to build a stronger team, craft a clearer message or boost your bottom line, Business Made Simple delivers the frameworks that you need to succeed. Listen to Business Made Simple wherever you get your podcast. I think that that's another trap that people fall into. It's when you start your business again, you feel like you just mentioned, you have to do everything yourself or you're the best at everything. I fall into this trap a lot, not that I think I'm the best at everything. But I have this, I have this and I'm sure you do too. And I think a lot of entrepreneurs have this ability to just, they're very good at being self-taught individuals. They're very good at learning new things. When you learn something new, you learn how to run ads, you learn how to write copy, you learn how to do graphic design. I mean, I've learned how to figure out like cameras and aperture and lighting and all like, I've learned all this stuff. And then you get to a certain degree of mastery and then you start to get a little bit stressed out about, okay, so I figured how to do it at this level. My business is doing okay, but I don't have the budget to hire somebody who is like a $100,000 per year person to do this thing. So how can I find somebody that can do it at the level that I want, but at the budget that I have, and this is this balance that you're already trying to figure out. So what would be your advice for somebody that's at that level, that again, they do all the things to some degree in their business, to a certain degree of mastery, because again, they're smart people, they figured it out, but they're trying to outsource fractionally. Like what are those like urgent important things that they should start to outsource? How do you, what's your sort of framework for figuring out? Okay, this is something that I can find a VA to do this. It's not that complicated, or maybe I should over invest in this thing over here, and it is worth taking a couple thousand bucks a month and putting it towards this professional that's highly skilled at that thing. Like how do you balance out all the different activities in your business knowing that you could probably do most of it yourself, but ultimately the van forced you, I'm not forced to do it, because I'm home all day, but the van forced you to think like this. I think the first part, it can be really nuanced, so instead of just saying it depends, like there's some fundamentals, I would say, every person should be doing this who is optimizing for their time. Here's my assumption, you believe that your time is the most valuable asset, and I think that's true. If that is true, then you should check on your screen time and see where are you spending most time the day. Everyone thinks they spend their time very wisely, and you look on your phone and you're like, oh my gosh, I spend two hours a day on Instagram. So the first thing before you even think of outsourcing, are you effective at your time? Opal, I'm really trying to land a brand deal with them to talk about it all the time. I don't know, are you familiar with Opal? No, what do they do? Right now I cannot check my social media, it's blocked. I cannot do anything, and it's blocked for basically from 6 a.m. to 5 p.m. This is what they do, that's the knob. Yeah, it blocks all the things that take up time distracting. Notifications should always be off, including text messages, because when I put on Opal, and I couldn't do social media, I was like, my screen time's gonna go way down. Now I'm still spending three hours on my phone, I was like, what am I doing? Because my email doesn't have notification, I'm not on social media, and then I learned that, I'm spending like two and a half hours on text messages every day, because that was the one notifications where I like, I just answer as I get. So then I only check that in like a few times a day, and then I really lean down my time. So these are, I think, fundamental to everyone. You should treat this way, because sometimes with the text message for parents, or like, what if it's an emergency, it's an emergency, you're gonna get a phone call, right? So it's not gonna be a text, but those are, I think, tried and true, you have to do them. And then when it comes to specific skills, and again, this is nuance to whatever your business is, I truly think you shouldn't be the person that handles your own email. You shouldn't be the person that tries to, if you're trying to look for even like podcast guests, or like connections, or you're trying to grow, and how to grow is due manual outreach. You shouldn't be the person that does this. My co-author, Dr. Brad Clens, he was the person that was like pitching podcast guests, and I was like, what is it that you're doing that's so special? He's like, well, I have this script, and I just send it, and I'm just researching to find like, journalists and stuff for press. I'm like, dude, everything you're doing, you could have a VA do that, and that VA could pay five bucks an hour, and then do that for you. To me, I think of all the busy work, that's where you start, and then once you knock all that, and if you feel like you still have needs for like a higher level of work, like a filmmaker, a videographer, if you don't have the money, you gotta be creative with partnership, incentive, like maybe a revenue share model, and if you don't have that, then you better offer something of experience that's gonna be worth someone to trade their time for a not get paid, that maybe you're actually working for them, and do an exchange service. So there's always a solution if you just can be creative, you have to think outside the box, but I like that. So I always think about, okay, if I'm gonna hire somebody, like I have to pay them premium rates, but there's other ways that you can leverage talent. I like that, last idea actually a lot. You work for them, and then you trade your time, so that you help them with something. Yeah, I help you with something. You're like, okay, this podcast, I love Scrap Beyond Trade, by the way. Yeah, best, yeah, go ahead, sorry. I was gonna say like this podcast, if you wanted to have a filmmaker, you've created so much value, like your leverage, that like I imagine if you open up the floodgates, like if you would wanna learn from me and get access to the people that you have in this room, and like it'd be better than anything they get from college and filmmaking, or if they wanted to be in TV, like what you've created is so valuable, and just by being in the room and doing it for free, like you wouldn't need to hire someone. I have a full time videographer. I thought I was sexy enough, and like enough or she could just work, and I'd not spare, but by the way, Erin, you're amazing, you're worth the money. But like, be creative and do your exchange of services. And I think that when you do stuff, I mean, when you bring other people, like I do have a team that does a lot of the post-production stuff, I mean, I'm not editing everything now. When I started, I did for sure. So it's not like I haven't built out systems and processes myself to some degree. But when you, I think that you don't realize, especially again, for first time entrepreneurs, you don't realize how fast and far you can go when you start to bring in people. And you start to also realize that you aren't as good as you think you are. I think that's the most important thing. I think your ego gets a little bit checked when you bring in really good talent, which it should, like you should bring in people that make you feel like you're irrelevant or redundant at the thing that they're doing. I think that's a signal of a great hire. When, I mean, if I can do the thing better than the person who I'm hiring, that's not a good hire. I want somebody who completely outclass me. What are the things when you, again, we focus on like urgent, important, because you only have that one day from like sun up, sundown, when you're going through this van life, minimalism, journey. What are the things that you can definitely not outsource when you are building a business from the ground up? My business in the van was already started. So it wasn't like true startup fashion, but it actually grew that year, the year before that, I think I did like half that revenue. So it grew because I created processes that streamline, like I feel like SOPs. This is something I didn't even know what that meant. Like soap? No, like back in the van, I was like, oh, I have to create, if I'm going to teach in scale, I need to actually, like, how is it that I do the way the things I do? Like, and it's as simple as like writing like the step-by-step tutorial almost and then passing it to other people, like that helps scale. So I think, when I just created a new ecosystem for the book, Starting a Rich, has master classes in coaching and all this amazing stuff. And from the beginning, I have SOPs. So it's built to scale from the beginning. So I think in terms of like your, whatever work you're doing, scrappy is great. I think scrappy is probably my biggest skill set that got me where I am today. But if I would have been scrappy following an SOP, or I feel like I would have wasted less time and been more efficient. So in terms of like how your business, and what your plan is to grow, like writing down your systems and processes as boring as that sounds, like it makes sense because it's, you're building it to scale from the beginning. I want to talk about just some of the lessons that are coming from the book. So when you say start thinking rich, we've gone in and out of some of those lessons already. But what does that mean to somebody who wants to read this book? What does start thinking rich mean and how they invest and how they live and how they build a business? Just as like a theme. I'm just going to say something that might be controversial. So I want to be super clear. We talk about poor people and rich people and actually has nothing to do with money. So I'm going to say poor people rich people. Poor is a way of thinking. Rich is a way of thinking. Broke is having no money. I've been broke. And why I didn't stay broke is like I started to think rich. Rich people do things differently. Successful entrepreneurs do things differently. But we can just put this umbrella term that rich, a rich is something that you want to be. It's a way of thinking. There's different rules that rich people operate in that poor people don't, that they don't know about. And people that are poor, like one terrible poor mindset that people have is rich people in order to accumulate grow company, you have to take advantage of other people. Or in order to make a lot of money, you have to be greedy. Or this one bothers me so much. When you hear of Warren Buffett or someone, a billionaire that donates millions and millions of dollars to an amazing cause, like a poor mindset would say, well, it's for tax purposes, like they didn't really want it. So they're dismissing like everything it takes like like operating from rich standpoint. If you have these nasty thoughts about rich people and how you run your company, if this is what you think, it's going to always on a subconscious level prevent you from growth and success. So rich is a mindset that you need to adopt. You need to think like this. And it's really switching from scarcity to a bunch. I know we talked about that a bunch already, but it's a way of thinking. And it applies to like, I think also relationships and health and business. And it's something you want to adopt. And a lot of the times the reason why we, like most people aren't born rich, I wasn't born rich. And so we get these scripts on how the world works, how money works, how business works, from our parents, more things we can blame our parents for. And most people don't have great examples of how to use money and what money means. Even if you are born rich on paper, you go out into the real world and you just saw your parents just, you always had stuff and money just comes and goes. And then when it comes to managing your own money or your company's money, you're almost irresponsible. Like you spend money because you don't assume responsibility. So everyone has to work through their money scripts. But how you think, like how I run my business, how I also run my personal finance the same. I'm conservative as a entrepreneur, I think. It's wild to me that I have, you know, understanding rich. I think just put a button on it. There's a demonstrate like a rich skill set and there's also like a well skill set. Entrepreneurs are really great, typically those success ones on a rich skill set, their ability to earn, create. But then when it comes to having that money stay and then also having that money make money, they're terrible at it. They're terrible at it because as an entrepreneur, we make money in the riskiest way. But also we have to like get stomach muscles where that risk becomes normal. And then we lose, we forget that actually what we're doing is very risky. It just is our baseline. So then when it comes to like investing that money, like like money into wealth. Yeah. After two wild things, yeah. But tip, like I'm always very surprised when I meet entrepreneurs and they tell me what they're investing in and it's so risky. Like they, and they lose at all, but it's because their baseline is so much higher. And again, a rich, a rich person, their thought is like diversification. Like how they preserve their money and have it become legacy money. So again, rich way of thinking is totally different from I would say a poor way of thinking. I actually, you know, you can make a lot of money and still have a poor mindset. You can make a lot of money and still be fearful that you're going to lose it all or take high risk or be greedy or hate other people that made money. It's tough to get out. It's tough to move from scarcity to abundance. I like it's tough to talk about because it seems like such like non concrete terms like scarcity, like what does that mean? Like how do you, like, because people want to, I think when you say scarcity mindset, people like yes, I didn't, I didn't have a lot growing up and now I'm making some money, but I still can't shake those beliefs in my parents' ad that probably are sort of things that have been instilled in me. And I think that it's tough to talk about those two terms because people don't have a very clear way of changing their mindset from scarcity to abundance. Like what's the point? And I don't think if you don't have a, maybe you do have an idea or advice for people, but I don't know how or why some people are always so angry with money and the concept of money and making money and people will look at somebody like, they're almost like just the look at the world through this pessimistic lens. I don't know why they do, I don't know why that is, but say somebody doesn't want to look at the world that way or they want to have a healthier relationship with money. What's the way they achieve that? What's the path they can go on, the tactics, the framework? Because I couldn't tell someone, hey, just switch from scarcity to abundance and you know, you do these five things a day and don't worry, you're gonna have a healthier relationship with money, I don't have that path, but I do know that there's people that are definitely in camp one and camp two. Yeah, there is a framework that, in psychology, we, successful people, they have an internal locus of control. And what that means is, and this is something you could put on literally right now as a framework and how you operate and think about the world. Do you believe right now that most of what's happening to you is because of you and do you also feel or believe that you have the ability and control to change it, change your circumstance for better for worse? That is what we define as internal locus control. I can change, I have the ability to make change. So if you are operating in a world where you have an external locus of control, then everything else is happening to you. You can't create success because whoever's the president, or if you're at a nine to five, like I can't make six figures because my boss, you're always pointing externally. So I think how you view the world is the first step into making sure all the tactics are executed and you're consistent, you have discipline, all that stuff. To me, the tactics, I assume most people actually know the tactics, but this internal psychology is what prevents them from consistently executing them or giving up when they get started is because of first how they view the world, you have an internal or external locus of control. When you look at your own journey, what was the moment when that pivoted for you, when you felt like, okay, the world is not something that happens to me, it's something that I can influence. I, by the way, I love that concept. That's actually, so one of the first interviews that I ever did when I did not know this concept and I didn't really understand the difference between internal and external locus of control was with Anthony Scaremochi, who was ironically Trump's director of communications for like 12 days, something like that. And then they got into like a fight when in his first presidency, and then he quit. Anyway, he's a big, he's a big finance guy. And I think I asked him, again, this was like very early on, so these were not like refined questions and I was like, what makes you so confident in your day to day, or what makes you so sure that you was there ever a point when you were sure you could be successful? And he's like, well, there wasn't like one point, but if I go back to, if I, if I lost everything and all I had was my apartment in Brooklyn and like the shirt on my back and no relationships, no money, he's like, I, with a hundred cents are in deep a do it again. And he was describing that concept. Like, it's split, like that was what he was describing. He didn't say it. He didn't say locus of control, but he was describing that concept. And that was one of the most, that was a very eye opening lesson for him. Like, yeah, that makes a lot of sense. Like you can't impact the things, you can impact your outcome, you can have agency, you can have like extreme ownership. Was there, was there a moment in your career when you felt that switch or in your life, excuse me? So this is I think a blessing of growing up in my, with my, my parents. So my dad immigrated here when he was 13, which really means my grandma is the one that brought us here. My dad, my dad's dad was murdered when he was like five years old. So my parent, my dad and my grandma, they faced like tragedy and adversity that I'll never face and they face the worst kinds. But when I was raised, I was raised with the belief that we left the bad place. It was Mexico, like dangerous Mexico. And we came to the good place, which was the USA. Now, whether you agree or disagree with us, this is a mindset shift. And the belief that I was, that I was given was like, here in this country, we can make change. We left the place where we could not. And so now it's up to us. And that's something like, my parents always instills me if I wanna, I can actually make it happen. I can work hard, again, work hard and sacrifice. These are things I had to work through. Not everything was amazing. But I never had the belief that the world or the system was rigged and we weren't gonna make it. We immigrated here, so we could make it. And so this is, I think, I'm not an immigrant. I was born here, but I have an immigrant mindset that I can make it here. And you don't have to be an immigrant to adopt an immigrant mindset. Why do people come to the USA to try to make it happen? The American dream is still alive. Like my parents are example, I'm an example, and it's a belief set that you have. Is the system perfect in America? No. But again, where is your locus of control? Am I gonna, I'm not a politician, so I don't try to focus on changing the system. And right now is an election, you know, it was election year and politics are super hot. And I think a lot of people waste time. If you're a politician, it makes sense to spend hours and hours each day keeping up on all the policy changes and stuff like that. But if you're not, again, are you happy with your circumstance? Do you believe you can make it happen? And here in this country, we can make it happen. And that's why, you know, people are in here and my family tree is like, we now are the most success we've ever been since moving here. You know, it's just something that I thought about a lot because obviously it's on Canadian. And I'm living through like a US elections, right? And a lot of, a lot of animosity and anger and anxiety. And I think that a lot of that is people focusing on the wrong thing, like you mentioned, right? I would hope that everybody in this audience, because I fully believe this. It doesn't matter who is in office. You have the ability to figure out how you want your life to end up. And yeah, maybe there's, and it's so interesting because even growing up, I think Canadians look at politics a lot differently than Americans. So Canadians, I remember growing up, my parents would vote for who was best for the municipal government. And then I guess state would be, would be provincial and then federal, and they weren't always politically aligned. So you could have like a left-leaning municipal leader who was committing to putting X amount of dollars into fixing roads and infrastructure. And then you could have a right-leaning, maybe federal, like at a federal level. And it was really about, it was really about who's going to be best for our day-to-day life. And I think that what I've seen is, I see that people skew all the way one way or all the way the other way. And they just all the way down, they vote one way or the other way. Which I don't actually think is the right way to vote. I think you should actually vote for the people that are going to best serve you. But regardless of that, I think that, I think that most people in this audience, I would hope understand that no one's going to serve you as well as you're going to serve yourself and your own family. Doesn't matter how aligned people are, you do have to take responsibility for your own happiness while you're on this earth. And I think that it's a great and empowering and scary fundamental shift all at the same time. But when you lean into it, it's so freeing. It's so freeing because it doesn't matter who's in the White House. I'm going to figure out my business. Okay, fine, you know what, taxes are not as great or taxes are better or whatever. I want to move to this state or that state or red state or blue state. But at the end of the day, I'm going to take accountability for, and you know what, there's a lot of people that are struggling in red states, a lot of people that are struggling in blue states, a lot of people that are rich as hell in red and blue states. So I mean, at the end of the day, you can have your politics and you can have your preference or one party or the other. But your day-to-day life is going to be entirely dictated. Maybe 99% of it is going to be dictated by your own actions, not by the actions of the government. And I think that's a very empowering idea. Anyway, so it's true. I believe it. One of the chapters in our book is actually your political party doesn't give a shit about you. Oh, is that, it's, it's worth it. It's solely a line. It's solely a line. Like it doesn't matter who's in office. If they actually did have the power to control our life in full and some governments have in our history, their idea of what, how our life should be, is never what you would want. It's scary. So you, like we live in a world today where you, you have the ability to change. And again, it comes down to internal versus external locks control, whatever the government does. It's not going to affect me. And that's, again, I'm saying that as a mindset, not like if they, if they can and I, at least in this free world. Yeah, no, I fully agree. When you think about, when you think about investing, like you mentioned before, so you want to invest in assets where you basically are now free, like you're free, right? Let's talk about a definition of success because you've mentioned this before. So start thinking rich is you make money. You systematize your business so that you don't have to be involved in every single day-to-day interaction, right? You start to invest and then you start to get freedom back into your life, which I think is, again, what entrepreneurship should be. So how do you define for yourself, for your family, for people sort of consume your company? How do you define freedom, success, all of that? Success to me is having the freedom of every single hour of my day up to me by choice of on what I'm doing. I have the choice to do whatever I like to do it, wherever I like to do it. And I also have the choice to change in pivot, because one time I gave a definition that was lesser flushed out a few years back when I was living in the van, and I said, financial freedom is successful about owning your time. And then someone, I got a really great troll comment, which I had a long conversation with, and they were right. It's like, what's the difference between you and a homeless person, because they own their time too. I was like, ooh, that's good. The difference is I have a choice. So I think when it comes to success, are you operating out of choice? Like freedom, time, and choice. Now, the next part of that is like, the choice to choose whatever you'd like to do. I think to me, that is the best definition of success and financial freedom, because I think they're combined. And then your choice, however you'd like to do with your time, I can't judge or shame you. That's totally how up to you and up to me. And we shouldn't judge or shame each other if you're operating out of time standpoint. The thing that I don't like about wealth success and how it gets displayed is like, again, just Lamborghini, because I'm in Miami, there's a lot of nice cars here. A wealthy person, first of all, it's okay to have nice things, but it's the difference between poor versus rich mindset. A poor person trades their time for nice things. So if you wanna buy a Lamborghini or cost $300,000 a year, and let's say you make $300,000 a year, you think, okay, if I say 30% of my income, after three years, I can buy the Lamborghini. But that's like time. How much time do I need to work to buy the Lamborghini? A wealthy person, a rich person, they don't think like that. They think, what investment do I need to put my money in, which is gonna pay me the amount of a Lamborghini every single year? And so they're not trading their time, they're putting money in investment that pays for all their lifestyle and more. And here's the thing, when you see a Lamborghini on the street, you don't know if someone has trade their time for it or someone has an apartment complex or some type of investment that's paying for it. That's the thing, it's really hard to spot the difference. So yeah, so then you, okay, so I understand. So this is how you structure your life now. So when this is how you, and this is what I think is a great entrepreneurship. I think great entrepreneurship is finding ways to invest against it, you can choose what you wanna spend your time on. I don't think that most people's entrepreneurship is building a unicorn publicly traded company. Because now you have, now you have this, I don't like using the term work life balance, but you have like balance, you have joy in what you're doing. When you're trying to build something that big, first of all, people's relationship with money is interesting. I don't think people actually need as much money as they think they do to be happy. I think that most people for Carlos whether or not you're like a self-defined minimalist, I think most people, I mean, to have a private chef to take the trips you want, to have a nice house. I mean, maybe if you're trying to buy a detached home in Manhattan, it's a little bit different. But in most parts of the US or the world, you don't need to be worth $100 million to do that. So why don't you build something that can afford you that lifestyle? Have you actually, have you ever figured out like your number that you're happy with in terms of how big you want to build the business or how much you want to take out in terms of salary or monthly so that you have this perfect lifestyle? Well, I'll be really transparent on what I'm doing out with my money. Every month, I dollar cost average $30,000 a month to the stock market. And then I also, my wife and I, we have four, for one of our companies, we have four one K and our company has a 100% match on it, super nice of them. And then so we do that and that's just automatic. Then I feel like maybe two, three times a year, we put like a hundred to 200,000 dollars down each on like an apartment complex. Do a syndicate. I don't want the responsibility of having my own property management company. So there's all my investments. Now, everything else is, to me, like if I can always do that baseline because I've ran the projections on what I'm doing right now, it's 100 million, like you just add time and it grows crazy amount with that. And that's what I'm doing right now, not including all the stuff that I've already invested. And to me, I've done the math and the projections like, what are you getting to that number through investment, not through work? Yeah, but I've already, like today, my last monthly, like my monthly cost of living is paid for my investments. My investments pay for like 18 to 20,000 dollars a month. That's where I'm living off of. So I spend more than that sometimes. Like my wife and I were in Asia for pretty much the whole year. And most of that was like credit card points and stuff of benefits of spending. But to me, that's like my number. Like I'm not living a 50 or 100,000 hour per month lifestyle. There's been months where I've spent that, but it wasn't consistent, but my investments pay for everything. To me, that's at the number is like really dynamic based off your lifestyle, but it's not like a million dollars a month. It's not like you, like so your life, and I'm putting words into your mouth. So tell me if I'm wrong, but I mean, the way that you enjoy living your life, and I think most people will look at you and be like successful entrepreneur and he's killed and he's built good businesses. The way that you're living your life would not be significantly better in terms of what you consider to be better if you are making another 100% per month. Like that's not something that's actually valuable. So when you go through that mental framework or that mental model, it doesn't actually make sense to have to work an extra 40 hours a week to make that money for the chance of spending 500 grand a month because that's not going to dramatically impact or improve your lifestyle. Yeah, I agree. I think my, I have nice stuff. I don't want to make clear. I still have my van, but I have a $1,000 home. I spent $40,000 on a pickable courier on my house last month. I have a sonic coal plunge, I have a cybertruck. So I have some nice stuff, but again, all of it's paid for with the investment income. And then anything my bonus does is extra, right? So again, I have to talk to someone who has a million dollar per month lifestyle and they would be the best person to know, like, oh yeah, to when I was only spending $100,000, I'm a million dollars a month more happier. But I don't know what that's like because I'm the first person in my family to have made it this far. And now I get to be in rooms where I'm learning from the people. And you know what to be honest? I don't know if I've met someone who is spending a million dollars a month ever in my life. I want to take a second and thank Range Rover Sports for supporting today's episode. Now, let's talk about tools that match your ambition, that match the ambition of everybody who's listening today, who has taken risks, who has upleveled their personal professional development, who's tried to build their own thing. Everybody listening gets it. There is a moment when the thing you're trying to build, the challenge that you're taking on it finally starts to take off. There is like this rush of excitement and possibility and that feeling, that feeling that you get when you get behind of the wheel of a Range Rover Sport because we've all had that perfect drive when the road, the car and you, you're all in perfect harmony. But that's not just by chance. The Range Rover Sport is designed to make every drive feel that way. And the Range Rover Sport is not just from pressing others, it's how you feel behind the wheel. It's how you feel when things are going the way they're supposed to go. Whether or not you're navigating city streets, you're exploring back roads, the Range Rover Sport combines refinement with a sense of adventure. It matches your own versatile lifestyle with features like adaptive off-road cruise control. You can tackle challenging terrain with confidence, the dynamic air suspension, always make sure you get a smooth ride, it responds to row conditions for optimal performance. So from daily commutes to weekend getaways, the Range Rover Sport is ready for whatever you have planned. It's more than just a vehicle. It is a companion for all of your journey. So if you're ready to elevate your driving experience, visit Land RoverUSA.com and configure your Range Rover Sport today. You know, to be honest, I don't, and I interview people for a living and I interview people that have sold companies for over a hundred million several of them. And I'd actually interview a couple billionaires, but that's a different level. So the billionaires aren't spending and people that are even worth hundreds of millions, they're not spending money on their own life. They have a more complicated infrastructure. So now they have portfolios of companies and they're taking on bigger challenges. But then that forces you to ask yourself the question, well, do I want to be managing that? Is that useful to me? Because it's not actually impacting my day to day. I can have maybe a bigger impact on the world. If that's important to you, there's lots of different ways to do that. But is it actually impacting how I live my life? The restaurants I go to, I don't really care about owning a sports team and I'll send people, maybe they, their mind may do. But for most people, I think that this is, I think this is just like realigning what true entrepreneurship and true success looks like. And by the way, there's a lot of people that are worth a significant amount of money that do have poor health. Broken relationships are, they don't have a relationship with any of their first two, three, four wives and then their kids. So I think you have to think about what you actually want to get out of this game. Yeah, that's so good. Now we're talking about like your whole lifestyle design. Because like you look healthy, I'm healthy like what we have to say. Some days I'm better than others. Right, but also like there's examples of people who sacrifice everything to make money and money is, it can't be the North Star. It's like what can money give you? It's having vision and otherwise there are stories of sad billionaires and sad millionaires. But I think if you work on lifestyle design, I think the more money you make, I do believe you can live a better life. There was a study done, it's quoted, I don't know if you've ever heard this in a lot of money books that if you make $75,000 a year, that is like dollar per happiness. It's like a peak of happiness. I mean, dollar per happiness ratio. Yes, but it's been disproven. But when I was younger and I was reading money books, I believe that I needed to make $75,000 a year and I didn't want to make $85,000 because that means that would be $10,000 less happy. But it's been disproven recently and disproven what we already knew. It's like, if you make more money and how you make that money and you get more time and you can own your time, because $75,000 is really just middle class. And that's why it was like a sense of just being the average. But it's money, I don't think there's a limit on it, but you have to work hard on lifestyle design otherwise you get lost. I think there is also, I think there is diminishing happiness returns. Like if you are managing a, if you're managing a portfolio of companies worth over 100 to 500 million or a billion dollars plus, like that's added stress that is going to take away from your lifestyle design. And I think most people should optimize for lifestyle. I think that is where most people should end up and would be happy ending up. What was I going to say? No. So as you sort of grow in your business, fast forward to today, talk to me sort of about like the different ways that you make money because you're not solo printer, but I would say that you have perfectly sort of lived like the rich mindset in the way that you have a great relationship with money. You've bought back a lot of your time and your freedom. You do the things that you want. Like we're talking, I was asking like, what are you doing in Miami? I'm like, I'll see. I'll see, I'm just enjoying the, I'm enjoying what are we, we're a Monday. And you're just, and you're able to just come here, hang out, relax, spend a couple hours drinking coffee, people watching. Like you have a beautiful family. Like for most people, that's like the goal, right? That is really the goal. So I wanna understand sort of all the different things that you've done successfully and not successfully, just so people can learn from different things you've tried in your business all the way from when you were doing like the break dancing tutorials all the way through to now. Cool. Well, that's a lot. I know it is. So I want it, because I think that there's a very entrepreneurial audience when they look at you, they look at you as an avatar of, I love this version of entrepreneurship. I have a small team. I don't work too too hard. I make good money. I can afford to care my family. I can afford to care myself. Like, so, okay. So what are the things that I should be doing to do this? If I, I'm listening to Scott, I don't want to go start a venture backed software company because that's gonna, again, it's gonna be ambitious and it's probably gonna put more drain on me than I want to. So what's the lifestyle? And what are the business pieces that I can build? Cool. And I'm an open book about money all the time. That's why I'm asking you. Yeah, because I figured a context for now. Like, this is gonna be the sixth year that I'm gonna make seven figures in profit. Fabulous, amazing. Yeah, that's great. Congratulations. It's ranged from literally like 1 million to two million, usually. And I haven't made more than that in terms of profit. Some people, if you look at my like last year, they would say, oh, you're in a plateau. My favorite thing is when I see ads like, are you stuck making a million dollars but you want to make 10? I'm like, I don't feel stuck. I like this. I'm totally okay with this. And could I make more money? Definitely. I could work way more. I have one meeting every single day. It's at 130 PM. That's my only meeting. Promote this book. It was not my normal schedule. I've been traveling and doing a lot of shows, 70 podcasts, last couple of months. So that's kind of the world I'm operating in. So I'm not, I'm not making 10 million dollars a year profit. I'm not like 100, not 100 millionaire. So that's, that's the true context. Now, back with my first product teaching dance tutorials, I'll just fast forward because I tried pretty much every way of making money online, except for selling feet picks, you know, untapped potential, I think. By like dropshipping, I tried selling stuff on Etsy. I like dropshipping 2016, 2017 was like really popular. I got, I tried it. I actually, I did well, but like what I was doing is I was selling a lot of products one time. And that's why entrepreneurship always felt like a grind. It's like I'd find a winning product and I'd sell it. And then the winning product would, would die like fidget spinners. For example, like, dude, thank you for all the people who bought fidget spinners for me. Like, and then and then fidget spinners, like you don't see them anymore. Like so I was like writing these trends. And it was like a lot of money, no money, a lot of money, so it was definitely the role coaster. And then today I feel like I, no, it was like a few years ago, I started also selling a lot as an affiliate. And there was one company that kind of switched my mind, like, oh, this is much easier. I was the number one affiliate for a company called Ladyboss in the ClickFunnels community. I know if you know them, like they were really, I don't know the company. I know ClickFunnels and Russell Brunson built them massive. Yeah, they're, yes, Ladyboss was like their poster child of one of the most successful brands besides Hermoses. And so I became their number one affiliate. And that was the first time I really scaled something that had rear-caring revenue supplements, you take it, if it works, you keep buying it. So I was getting like $30,000 a month affiliate checks payments from them. And I was like, wait a second, I actually, I didn't have to hustle all the time and make another $30,000, because it was like recurring. Now that was of course churn array, it wasn't always $30,000. If I left it alone, it would go $30,000, maybe $27, like it was losing. But still, that rear-caring revenue is like, oh my gosh. I need to find more things that are really great products that have a rear-caring revenue. And then, so that was a few years ago and I stopped trying to sell a bunch of things one time. It's like, I was like an addict for like launches. I was like, what's the next launch? I need to find the next launch. And then I learned like, dude, there's a much smarter way, harder way, but smarter way to grow your businesses is like, look for a rear-caring revenue opportunity. So my most recent business I launched was, this is crazy if you don't know this. I think this is one of the greatest opportunities right now as a entrepreneur. There's a company called Go High Level out there and they're doing something that's insane. They are, first of all, mark my words, they're gonna take out HubSpot, like they're on the way. But instead of just being like HubSpot or being like a CRM place where you, it's all in one solution, they allow you to white label their product. So they're like democratizing software. So it makes you look like you have your own CRM that you built. CRM website places in my emails, like host my classes, like it's a full solution. So I, now I'm a proud owner of a software company called Bramify, again, it's high level, but I launched that and I launched that in March and on the day I launched because I had social media leverage. Day when I launched I had 50,000 in recurring revenue and it's mine. It's my software. What's my cost to white label? It's a thousand a month. Wow. A thousand a month. And every time high level you don't have, I mean, when you do something like that, you don't have any of the overhead or the employees or the headache or the anything. Nothing. Nothing. And my cost is a thousand dollars a month to white label high level and high level. You know, you wanna talk about like the fear of like, well, you're tied to high levels, developers like, yes, I'm glad I'm tied. Because they make new updates like five to 30 updates every single week on their app. And like I just went to their conference and they're doing like almost like copying the Microsoft developers, developers, developers. Like a deep bomb. Yeah. Yeah. Like that's what they're saying over there because they're going so fast. Now that, now like again, I'm always in tune like what's a recurring revenue opportunity? And right now to me, that's one of the best ones right now. They have AI employee integrated. Like they're super great. And so I launched that. I have a lot of my people that follow me. They're the side hustlers. They work a job that easy. They're unfulfilling or very demanding. And they're looking at ways to trying to stop training time for money. I don't, a lot of people that are like exiting companies that this is where our audience are different. I don't think I don't think people follow me that have already established and are huge. But they're more of like either entrepreneurs trying to scale my audience as a mix. Yeah. And some of some of the cheap like success and they're a little bit later on for sure. But I think just, I mean, I think most audiences just in terms of like if you create entrepreneurship content, I mean, more people have more people are in the starting phase or the building phase than the exit phase. I mean, that's just the general population have not achieved massive success. That's why 99% companies fail, right? Like most people are still in building sets. I think that's still very applicable to, it's applicable. First of all, tools are great. But also people are trying to figure out ways to make money and escape the nine to five. And affiliate, I don't know affiliate world that well. It's very interesting to me. I always sort of champion how to create products that you can take to market that you've built yourself or even find ways to take small equity positions and companies. But I guess affiliate's just another way of doing that. How do I find something that's super low risk that is something I can do without investing too much of my own money? That's really what it is at the end of the day. So whether or not it's you create an info product or you create an audience and you find a way to leverage that or you take a small equity position in the company which would actually take a lot of your money unless you have an audience to leverage. Or if you do affiliate, it's all about like, how do we de-risk entrepreneurship from more of lifestyle as opposed to you trying to build the next Facebook or meta which most people are not trying to do? Yeah, I think if you're a marketer, once you, I'm curious once you dive into for the marketer if you will. I will, 100%. Now I'm gonna ask you some follow-up questions. Okay, I'll do that. Because you're gonna feel like, oh my gosh, there's so much opportunity. Because here's, here's been like my go to market strategy when I find a company that is small but has an amazing product and is terrible at marketing. So I basically take on their marketing instead of being like, hey, I'm your marketing agency. You pay me $5,000 a month to run your marketing. I just do it with their affiliate offer and I make a commission. And in some products, there's enough room in there where I can run ads as an affiliate and make 30%, 40%, 20%. And I feel like, like, I'm a number one affiliate for hundreds of companies like PT, TriggerGill. Like, how do you not over, how do you not over saturate your audience? Oh, that's a great question. Okay, that was always my concern. I'm like, I have sponsors for the podcast but I'm only working with like five or six sponsors at the same time. Like, if I, if I, looks like shoot out a newsletter every time podcast goes live and enlist like all the sponsors that I'm working with. And if I had like a list of a hundred, I honestly be like, what the? Like, yeah, Scott, yeah, you okay? Like, you sell out. Yeah, like you sell out. You want like help? Can you afford like the food on the table? Yeah. That's what I've always been concerned about. This is, especially with how big your audiences are now, it's much easier to do this. If you don't have an audience, this is harder to do. But you can segment your audience using an ad that of like only making sure that the people that are interested should see this offer. And that's essentially what I do and then create lookalikes off that data. And then testing if it scales and you scale with that data or not. So it's, it's just really a paid ad strategy, but it first starts with instead of cold traffic, which is always the most riskiest and most expensive, you're using your warm audience to build it and then you scale it that way. So for example, like, hasty bake charcoal grills and another grill that I love and I use, not everyone likes grilling an audience, right? So I, instead of just saying like, this is brought to you by whatever company, I basically target and segment the people appropriately based on the offer, reach it to them. And that's where like the hot audience, I might make some commissions or not. And that might tell me that's not working. And then if it does work, trying to scale through the ad game of like using lookalike like offer. So I think that's how you can promote many things at once, which without ever feeling a sell it, because you look at my any of my social media, you won't ever see me promote a product or brand, except high level, because I am a big adry guy to remain. That's my, that's the only brand deal I have right now. And I'm a big advocate. I'm, again, I'm married, I'm super married to them, like all in on that brand, because I have a software coming because of them. Like, and I've been a, I'm a top affiliate for them as well. But besides that one company, I still promote like right now, I've like probably like 70 different ad campaigns, really small, really small campaigns that might be like, range from like literally a dollar to $30 a day, marketing off either some segmented audience of mine with a product offering to a lookalike audience now, that's trying to scale. That's very smart. So, okay, so when you, when you look at different affiliate offers, what, just to sort of set a baseline, what's a good affiliate offer? Like what do you look for? Well, I look for today is different from at the beginning. Today, by the way, just to clarify, this is the majority of your business. The majority of your revenue is affiliate. That is, it is like what's a breakdown percentage wise of like affiliate versus do you have your own product you sell as well, or no, is it just? I do have some, some info products like classes, but I don't, I'm not selling it much right now. I like, like, it probably does like 25,000 a month in my info products, but that used to be higher. I used to be a lot higher. Like, back a few years ago when I first created it, I was like really excited about it, but I feel like I still, it changes. My income changes a lot of, I liked, I loved teaching people. There was a burden that there's a price to pay to teach before I used to just talk about affiliate marketing on TikTok, especially when I lived in a van. This is when I went really viral. I think like 183 million views on my TikTok. And I didn't teach people. And then when I created a class, the day after I created the class, and I created the class because my audience wanted to, like they were begging me for it. Then when I created the class, then I started getting comments like scammer, guru, like faker, fraudster. This guy only makes money from selling classes. And again, it was like whole like flip of the switch. And mentally it really, it like bothered me a lot. People's first impressions like, oh, you have a class. Like that's how you only make money teaching people how to make money. But I was like, do what I've been doing this for years. But again, how can I blame someone when their first impression is me and like saying, hey, do you want to learn how to start a side household? And then you just make assumptions. So that's why I like, I do have classes, but it's not a prominent income. I still always will try to be like more of an athlete than a coach at the interesting. Yeah, no, I think that's why I've hesitated to put out like info products for so long because it's such a negative, it's so silly. Like just such a negative connotation. I think the negative connotation comes from, well, she made so much money in his real life. Why would he be selling a course? I mean, that's a stupid argument because like, why would if you know something and you can compress time for somebody by teaching them something that you spent the last 15 years of your life figuring it out? I mean, there's, I don't see any harm in selling that. But people have a, people have an adverse reaction to like selling courses on the internet. Yeah, it is a limiting belief. Like, yeah, if you have, if you're sitting, that's a four mindset. It is. And if you're sitting on a course again, I want to encourage you to launch it. I would, I would love to encourage you to launch it because I even got a comment on my book when I started promoting it heavily. It was like, this guy just makes money from his books. And I was like, well, if he only knew that there's actually no money in books. For the record, so I'm researching this now because I'm trying to figure out how to write my own. And there is zero money. Like, absolutely, I mean, you've lived it. I'm like, now I'm understanding. There's no money in writing books. So that book better be used for something else. It better be used as like a top of funnel or a lead man or something. But there's no money. Like, you're not gonna, we're not like, we're not all like Seth Godin or like James Clear here. Yeah. And I don't actually don't know if I'm allowed to say so I'm not, but we did get an advance. And definitely like, it was a great advance. All 100% of the money went back into the book. And then like, because we wrote it as shared before, we were like, there's not a chat GPT book. It's also a book that I didn't write to sell you something. Like, this book will change your life. It's like, it's like a love, love of labor book. So all the money goes back in. I've been traveling around the country for the last three months on my own dime. I have thankfully businesses that support all this. But why am I doing all this? If it's not money, it's because it's impact. So the reason why I changed with this project, and this is actually the first time that I have my focus is impact. I want to get this book as many hands as possible to help people achieve financial freedom and think rich. And that's the goal, that's the reason why. Versus like, this is my next million dollar business. It's not how I'm thinking about it. Yeah, okay. So now I kind of understand sort of the breakdown of where all the income come from. But go back to my original question. So affiliate is a significant portion of your business. How do you, when you're looking at affiliate opportunities? I mean, go high level. I understand like the white labeling. And obviously that's not something that's normal for most affiliate opportunities. What makes a good affiliate opportunity? So you mentioned recurring revenue. I'm assuming there's a component is like percentage of what's the percentage of the deal that I'm getting. What's, is it like, there's like a cookie length involved in that or like, talk to me about like, how you store something like a good affiliate opportunity? Yeah, I think you're going down the list and I think the best programs are already like reoccurring revenue, cookie window, at least 30, 60 days. The commission percentage is depends. Because there can be really high ticket offers where if you just say everything that, if I just said blanket, 30%, that's the best commission rate. But it doesn't make sense. If the, if what if you're selling something that is like $25,000 and they have few five percent? Pretty solid. So that, that definitely depends. I think the product, the AOV average order value of what you're promoting matters lifetime commission also, even if it's not reoccurring revenue but it's lifetime commission, this to me is a big one because this is my audience. I work so hard to get, I create so much content for it. I'm going to tell them or I'm going to use data to spend my own money on ads, which you're not paying me for to then send to your bring you a customer. I brought you that customer. I deserve to get, I earned the right to get paid every time that customer pushes from you, even if it's not a subscription, that's how I feel as an affiliate. Because I would not fill that way if you said, you're, Adrian, we're going to pay you or your marketing company at $1,000 or $10,000 a month as a base and then every customer you make a commission on. But because I'm doing it as an affiliate for free on my end, taking all the risk, I should, I should get lifetime commissions on it. So I think those make up my, my best, what, what I think are the best programs out there. And if I look at all my affiliate programs, they don't all follow that. Because sometimes they're just a really good company, a really good product and they, they don't want to make those offers, but you should still probably promote it if there's, if it makes sense. I think another person who does a lot of affiliate is like Pat Flynn with Smart. Dude, that's how I learn from, man. Yeah. He's like the OG, like Pat Flynn Tim Ferriss were like really early, like, I didn't know Tim Ferriss was into affiliate. I think, I don't know if he was into affiliate, but in his book for our work week, when I first read it, like when I was 20, he talked about affiliate as one of the business models. It's a smart model. I actually haven't ever, I've never spoken to somebody that's used ads for affiliate. I think if I remember like the set that I've learned from Pat Flynn and I'm not an expert in affiliate, obviously. But he was talking about like organic traffic and blogging and that was like a big piece of it. Have you ever included that in your strategy, too, or? I used to, I used to and then I, it's like, it was an OG strategy, but I did it all in dance, I dance related stuff and it really didn't make that much money. And for sure, regrettably, I wish I was a creative business content blogging. Like Pat Flynn, he made most of his money as an affiliate from Bluehost. So think of all the thousands of tens of thousand people that learn how to build a website and blog from Pat Flynn. And then he has permanent reoccurring revenue as long as that person has a website, which is very sticky. He makes a small percentage, but that I believe sometimes on his, like before he used to do these income reports to show how much money he made. And I've done that, I tried that a little bit and then I was like, I don't think I want to do this, right? But and he stopped it, too, because his numbers were getting crazy. Like he was making like 80,000 a month or something based off people's hosting. It's crazy. So your strategy, mostly right now, is hats, is the predominantly hats, just some like words of wisdom on like what makes a good ad? Because I think that, you know, very tactically. So you find, and you're using meta, I'm assuming from most of this. Meta Facebook TikTok. Meta Facebook TikTok. Or Meta, Meta, Meta, Meta is Facebook. Meta Instagram, Meta Instagram, yeah. I, I, listen, it's rare that I call Twitter X and it's rare that I call Facebook Meta. So it's like, don't, I'm just on my best because I'm recording. That's the only reason I last put it. My day-to-day I always screw it up. So Facebook, Instagram, same difference, really. And TikTok. Best advice for people that are, and split your answer because there's different advice you're gonna give for Facebook and different Facebook Instagram, I'd say, and then there's different advice for TikTok. Cause I know nothing about TikTok ads at all. I've run a lot of Facebook campaigns or meta-camping. Best advice for somebody trying to understand Facebook ads, Instagram ads, you don't have to go on the rabbit, it was a lot. But what would be some like, sort of like higher level ideas or wisdom? I'll show two things. One is this answer is always gonna be correct. And then two, this is what's working right now, which may not be correct. Okay, first, as an affiliate, you own nothing. So what you have to do to always protect yourself is collect the lead. If you don't collect the lead, you're subject to the volatility of affiliate marketing, which is waking up one day to a company saying, hey, by the way, we're not doing this program anymore. Oh, your commission, we're gonna cut it in half. This happens to me a lot. It sucks. And what can I do about it? Pretty much nothing. It's a legal recourse. It depends, I mean, you could go after them, but most contract terms of service, I am an affiliate. I don't own the company. It's not my company, I'm just an affiliate. It's like I'm in sales. So always protect yourself and collect the lead. Okay, two, well, works right now for me, is creating short form like video ads that have some type of verbal call to action. Where you're prompting the user to comment a keyword, a trigger word. So comment the word rich, comment the word more, comment the word yes, comment the word whatever. And then that is set up to an automation that automatically responds to their DM messages. You can do this on TikTok and Instagram and Facebook. And then that type of lead is really, is more engaging because they'll see the video, they'll say yes. And then they automatically get prompted and then they put in their information. And then they capture the lead and then they go to the affiliate offer works way better than just going click link. Go by. Why does it work best? So that's across Facebook or TikTok or Instagram. That's how you structure all of your campaigns. Is there anything specific that you, that works well on Facebook versus TikTok because they're different kinds of platforms? They are different. I think this is the, this is, I think TikTok has made content. There's like, we've all been indoctrinated because of TikTok, what makes good content. And I feel like on, I actually use the same exact ads on both, but I would say TikTok is the level. I'm gonna say TikTok content is the highest level of engaging content because they force you to create a hook and that hook those first three seconds that real people in, like now every, every single platform that, like that's how you create a good start with a good piece of content is like the hook. So I feel like before TikTok, there wasn't really like hooks weren't as emphasized. Even in YouTube videos, like you have to first be very clear on your language at the beginning and the intro. So people commit to watching 30, 40 minutes or have a longer video. And so that hook concept is really prevalent. And I spend most of my time in those first three seconds thinking about it or researching or iterating on it versus the rest of the X. If I can nail down the hook, it's gonna work pretty much anywhere. And then that also, I mean, if you nail down the hook and it's good on TikTok, then you see that carry over into like a good ad on Facebook. I usually do an Instagram Reels too. I just wanna think about like some last sort of words of wisdom that, or some questions that I haven't asked you that I should have, that I wouldn't have known to ask you that you'd like to leave the audience with. How we created this book was like a really modern approach. We didn't just sit in a room or go somewhere and destination and think all the ideas are ahead. My co-author and I, Dr. Brite Clence, we use our social media to create each chapter. And so we tested every single chapter to like kind of base virality and engagement. And I think this is what TikTok allowed us, because this is a book on money and financial freedom, which is a dull category, it's a dull audience. Like, save and invest for your future. Yeah, like it's very simple. But because we tested the chapters, we iterated, for example, like on a concept like, you're the average of the five people you've heard your user outside by, right? Everyone agrees this. Our chapter title for that same as that concept is, if you wanna get rich, you have to get rid of your poor friends. And when we posted that, it created controversy. And people were like, what assholes? But really, when you dive into the details, we're talking about the exact same thing. And again, we also define poor as a way of thinking and rich as a way of thinking actually is nothing to do with money. But yeah, so it was a fascinating concept to create this book. And each of the chapters read like hooks. So it's like, only poor people think the system is rich. What would like the main thing that you'd want people to take away from this book, if they could just pick it up, you'd have one lesson. What would that be? It's for sure optimizing for time and stop trading time for dollars. And that, to be clear, I'm not talking about passive income making money online opportunities. I'm talking about your actions and your purchase behaviors, where you're actually trading time for dollars on an unconscious level. Like, one of my favorite now is that like, people would rather drive a nicer car to go to work than to go to work. So you reject, I think a lot of like most traditional wealth status symbols. Have you thought of, have you thought of like, what are some alternative markers of status or success? Like you've incorporated into your life that you think other people should at least look at as status symbols? I feel like it's, this is where wealth is quiet. It's hard to see, but I think based off like language and pattern lifestyle, you, that's how I learn it. If someone owns their time or not, like for example, I play lots of pickable, do you play pickable, by the way? So I've started. I used to play a lot of tennis. So now I'm getting into, now I'm getting into it because tennis isn't cool anymore. Now it's pickable. So yes, that's awesome. So like actually, to me, it's a great indicator of like, which of my pickable friends can I just say, hey, you free like, free tomorrow, it's Tuesday and can you come over like nine or three or whenever? And which of the friends like, oh no, I have to go after, like I can only play after five. So to me, like that's an indication. Again, it has nothing to do with like, I didn't mention their houses or cars they drive. It's like, that's someone that owns their time. To me, that is a marker of success. Okay, so one last, first of all, I want people to know where to connect with you. Obviously the book will be, I mean, start thinking which is gonna be wherever you get your book. So I'm assuming Amazon, Barnes and Noble everywhere. Is there a website that you wanna send people to or socials as well? Well, okay, website, this is for sure. I wanna say thanks. I actually flew out to Miami to do your podcast. I'm super pumped. So to reward your listeners in a way, say thank you. If you go to startthinkingrich.com slash Scott, that's gonna be a place that's different than, I mean, you can't get the book anymore, but it's gonna have extra bonuses and resources that are learning about your audience and trying to do research before that we catered actually just for your audience. You do, I appreciate that. Of course. Yeah, and that's the thanks for having me out here. No, I appreciate you. Okay, so, and then what's, where do you want people to follow you? I mean, you're everywhere, but what are the handles? Brambilla Bong, because I created when I was 13. But if you look up Adrian Brambilla on Google, you could find me, even my Brambilla Bong and Tram account. If you were, if you were gonna look back and then tell your 20 year old self one thing, what would that lesson be? You had a great career, many different seasons to your life. So what would that lesson be? I actually feel, if I was with my 20 year old self, I was super conservative, I still am. I think I should have dreamed bigger, like when I was 20, I so I mentioned that 75,000 or a year study, like I have it in a draw entry, it's actually printed in the book. Like, I was so ingrained with it, and I thought, I only thought in terms of 75,000 or there, I didn't think in terms of 7.5 million dollars a year, what I could do. So I think, I wish I could have dreamed, I would encourage myself to dream bigger.